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Montag, 30. Januar 2012

[EN] IBM Focuses on the “Big Picture” at Lotusphere - Unified Communications Strategies

After looking at IBM’s line up, I determined that the only company that has a similar breadth of market coverage in mobility is Sybase – none of the other “UC” vendors even come close.

The key for IBM is to come up with a go-to-market strategy that allows them to profit from this vision. Despite widespread praise for their UC offerings, the UC conversation continues to be dominated by Microsoft and the IP PBX vendors. In a recent survey I helped develop for Information Week Analytics on the “State of Unified Communications,” when buyers were asked “Who are the top three providers of UC?” Cisco, Microsoft, and Avaya topped the list with 51%, 24% and 13% of the first-place votes; IBM got 5%.

To truly profit from what it has, IBM will have to come up with a better way to get its message through to buyers and develop either a direct or channel based strategy to get their solutions into the customers’ hands; given IBM’s legacy, attacking the SMB space will clearly call for a channel driven strategy. Product and vision IBM has in abundance, but it will be the go to market plan and its execution that tells the tale.

IBM has been successful in that environment in the past – maybe it should bring back the Charlie Chaplin character.

Fair judgement on IBM and the IBM Unified Communication and Collaboration-Strategy. Using it now for years including Unified Telephony it seems to be one of our best kept secrets. As one headset vendor said to me at Lotusphere: You have the superior solution than XXX, but neet to market it much better.

There is work to do. Having seen the great demo of integrating UCC including Video-communication into Connections Next during the OGS at Lotusphere, this is the way to go. Unified Communication is a crucial part of a Social Solution, necessar for direct communication via Instant Messaging and Video, available on the computer, the most relevant tablets and Smart Phone operating systems as shown at Lotusphere. It is needed to become a Social Business.

Posted from Digital naiv - Stefan63's Blog

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